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A Closer Look at the Current World of
Dental Specialties
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AN EDUCATIONAL GUIDE FOR
FINANCIAL PROFESSIONALS
Dental Specialties
Market Highlight Report
General Overview
Dentists examine, diagnose, and treat diseases, injuries, or malformations of a patient’s teeth,
gums, and related parts of the mouth. They may treat diseases of nerve, pulp, and other dental
tissues affecting oral hygiene and retention of teeth as well as fit dental appliances or provide
preventive care. They also provide advice and instruction on taking care of teeth and gums and
on diet choices that affect oral health.
Dentists typically do the following throughout the course of their daily routine:
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Remove decay from teeth and fill cavities
Repair cracked or fractured teeth and remove teeth
Straighten teeth to correct bite issues
Place sealants or whitening agents on teeth
Give anesthetics to keep patients from feeling pain during procedures
Write prescriptions for antibiotics or other medications
Examine x-rays of teeth, gums, the jaw, and nearby areas for problems
Make models and measurements for dental appliances, such as dentures, to fit patients
Teach patients about diet, flossing, use of fluoride, and other aspects of dental care
Dentists use a variety of equipment, including x-ray machines, drills, mouth mirrors, probes,
forceps, brushes, and scalpels. They also use lasers, digital scanners, and other computer
technologies. Those working in private practice also oversee a variety of administrative tasks,
including bookkeeping and buying equipment and supplies. They employ and supervise dental
hygienists, dental assistants, dental laboratory technicians, and receptionists.
Most dentists are general practitioners and handle a variety of dental needs. Other dentists,
however, practice in one of nine specialty areas:
Dental public health specialists promote good dental health and specialize in the
prevention and control of dental diseases through organized community efforts.
Endodontists perform a variety of procedures including endodontic therapy (commonly
known as "root canal therapy"), endodontic retreatment, surgery, treating cracked teeth,
and treating dental trauma. Root canal therapy is one of the most common procedures.
If the pulp (containing nerves,arterioles, venules, lymphatic tissue, and fibrous tissue)
becomes diseased or injured, endodontic treatment is required to save the tooth.
Oral and maxillofacial radiologists diagnose diseases in the head and neck through
the use of imaging technologies.
Oral and maxillofacial surgeons diagnose problems of the oral and maxillofacial
region and operate on the mouth, jaws, teeth, gums, neck, and head, including
procedures such as surgically repairing a cleft lip and palate or removing impacted teeth.
The scope of surgery they perform and related procedures includes the hard and soft
tissues of the oral and maxillofacial regions to treat diseases, injuries, or defects. The
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care for patients can include: problem wisdom teeth, facial pain, and misaligned jaws.
They treat accident victims suffering facial injuries, place dental implants, care for
patients with oral cancer, tumors and cysts of the jaws, and perform facial cosmetic
surgery such a fixing a cleft palate. Their advanced training in anesthesia allows them to
provide quality care with maximum patient comfort and safety in the office setting.
Oral pathologists diagnose oral diseases, such as oral cancer or oral lesions (bumps or
ulcers in the mouth).
Orthodontists are uniquely qualified specialists who diagnose, prevent and treat dental
and facial irregularities (malocclusions) to correctly align teeth irregularities and/or
disproportionate jaw relationships. They straighten teeth by applying pressure to the
teeth with braces or other appliances. Orthodontic treatment can be carried out for
purely aesthetic reasons with regards to improving the general appearance of patients'
teeth. However, there are orthodontists who work on reconstructing the entire face rather
than focusing exclusively on teeth.
Pediatric dentists focus on dentistry for children and special-needs patients, as well as
serve as educational resources for parents.
Periodontists are dentists who specializes in the prevention, diagnosis, and treatment
of periodontal disease, and in the placement of dental implants. Periodontists are also
experts in the treatment of oral inflammation. Periodontists often treat more problematic
periodontal cases, such as those with severe gum disease or a complex medical history.
Periodontists offer a wide range of treatments, such as scaling and root planing (in which
the infected surface of the root is cleaned) or root surface debridement (in which
damaged tissue is removed). They can also treat patients with severe gum problems
using a range of surgical procedures. In addition, they are specially trained in the
placement and repair of dental implants.
Prosthodontists specialize in the diagnosis, treatment planning, rehabilitation and
maintenance of the oral function, comfort, appearance and health of patients with clinical
conditions associated with missing or deficient teeth and/or oral and maxillofacial tissues
using biocompatible substitutes. Often this means replacing missing teeth with
permanent fixtures, such as crowns and bridges, or with removable fixtures such as
dentures.
Key Facts
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Dentists were ranked by CNN Money on their Top 30 Best Jobs in America list in 2012.
General dentistry is a male dominated profession; roughly 70% of all Dentists are male.
This percentage is even significantly more male dominated within dental specialties, with
the exception being orthodontics.
In a survey released in 2012 by the American Dental Education Association that polled
2011 graduating seniors, 54% were men. Over 62% of graduates identified themselves
as White, 22% as Asian, nearly 7% as Hispanic, and almost 5% as Black.
Dentists held about 94,000 jobs in 2012. According to the BLS, offices of dentists
employed about roughly all but 10,000 of them. Those outliers mainly worked in offices
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of physicians (3,000), outpatient care centers (1,370), and general medical and surgical
hospitals (1,260). Of dental specialists, there are:
o Roughly 5,000 oral and maxillofacial surgeons
o Roughly 5,500 orthodontists
o Prosthidontists number just over 300.
o There are over 5,100 other dental specialists.
The top 5 states for employment of Dentists are, in order, California (11,300), New York
(7,150), Texas (6,000), Florida (5,200), and Illinois (4,200).
Several unlikely high-paying areas for Dentist salaries, because there is a dearth of
dental care available to serve the population, are:
o Nashua, NH
o Tyler, TX
o Spokane, WA
o Burlington, NC
o Norwich – New London, CT
o Muncie, IN
o Central New York State
Source: Occupational Employment Statistics, May 2012. Bureau of Labor Statistics. 21 July 2013
< http://www.bls.gov/oes/current/oes291022.htm>
<http://www.bls.gov/oes/current/oes291023.htm>
<http://www.bls.gov/oes/current/oes291021.htm>
<http://www.bls.gov/oes/current/oes291029.htm>
<http://www.bls.gov/oes/current/oes291024.htm>
“Best jobs in America.” Money.cnn.com. 2012. 21 July 2013. <http://money.cnn.com/pf/bestjobs/2012/snapshots/27.html>
Payscale. 2013. Payscale.com. 21 July 2013.
<http://www.payscale.com/research/US/Job=Dentist/Salary#by_Employer_Type>
Occupational Outlook Handbook, March 2012. Bureau of Labor Statistics. 21 July 2013.
<http://www.bls.gov/ooh/healthcare/dentists.htm#tab-4>
Licensing/Certification
Most dental students need at least a bachelor's degree before entering dental school;
requirements vary by school. All dental schools require applicants to have completed certain
required science courses, such as biology and chemistry. Majoring in a science, such as
biology, might increase the chances of being accepted, but no specific major is required to enter
most dental programs.
College undergraduates who plan on applying to dental school must usually take the Dental
Acceptance Test (DAT) during their junior year. Admission to dental school can be competitive.
Dental schools use these tests, along with other factors such as grade point average and
recommendations, to admit students into their programs.
Dental schools require students to take classes such as local anesthesia, anatomy,
periodontology (the study of oral disease and health), and radiology. All dental schools include
practice where students work with patients in a clinical setting under the supervision of a
licensed dentist.
All nine dental specialties require dentists to complete additional training before practicing that
specialty. They must usually take a 1 or 2-year residency in a program related to their specialty,
the duration of which varies based on specialty field.
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Dentists who want to teach or research full time usually spend an additional 2 to 5 years in
advanced dental training. Many practicing dentists also teach part time, including supervising
students in dental school clinics.
Dentists must be licensed in all states; requirements vary by state. In most states, a license
requires a degree from an accredited dental school and passing a written and practical exam.
In addition, a dentist who wants to practice in one of the nine specialties that all states recognize
must have a license in that specialty. This usually requires 2 to 4 years of additional education
after dental school and, in some cases, the completion of a special state exam. A postgraduate
residency term also may be required, usually lasting up to 2 years.
After, their college degrees, a dental public health specialize typically requires the least amount
of additional education, roughly 5 years. Endodontists, periodontists, pediatric dentists,
orthodontists, and oral and maxiollofacial radiologists require roughly 6 years of additional
education. Prosthodontists and oral pathologists often require 7 years of education after college
and oral and maxillofacial surgeons often require 8-10 years of additional education. Most
surgeons also obtain an MD in conjunction with their degrees.
Source: Occupational Outlook Handbook, March 2012. Bureau of Labor Statistics. 21 July 2013.
<http://www.bls.gov/ooh/healthcare/dentists.htm#tab-4>
“Dentists: Doctors of Oral Health.” American Dental Association. 2013. 21 Juyl 2013.
<http://www.ada.org/4504.aspx#specialty>
Growth
According to the BLS, employment of dentists is expected to grow by 21% over the next 7
years, faster than the average for all occupations. In other words, the profession will add roughly
32,000 jobs.
Many members of the baby-boom generation will need complicated dental work. In addition,
because each generation is more likely to keep their teeth longer than past generations, more
dental care will be needed in the years to come. Dentists will continue to see an increase in
public demand for their services as studies continue to link oral health and wellbeing to overall
health.
Employment of dentists is not expected to keep pace with the increased demand for dental
services. There are still areas of the country where patients have little access to dental care.
Whether patients seek care is largely dependent on their insurance coverage. People with new
or expanded dental insurance coverage will be more likely to visit a dentist than in the past.
Cosmetic dental services, such as teeth-whitening treatments, will become increasingly popular.
This trend is expected to continue as new technologies allow for less invasive, faster
procedures.
Dentists are likely to hire more hygienists and dental assistants to handle routine services.
Productivity increases from new technology should allow dentists to reduce the time needed to
see each patient. These factors allow the dentist to see more patients when their practices
expand.
Both oral and maxillofacial surgeons and orthodontists, as well as prosthodontists, are expected
to also grow by 21% through 2020, similar to general dentistry as a whole. There will be 1,700
new surgeons and 1,800 new orthodontists entering the work force and roughly 200 more
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prosthodontists. The other dental specialties will grow more moderately, roughly 12% during the
same time period.
Source: Occupational Outlook Handbook, March 2012. Bureau of Labor Statistics. 21 July
2013 <http://www.bls.gov/ooh/healthcare/dentists.htm#tab-6
Dental Challenges of the Day
In a recent interview with Dentistry Today's editor-in-chief, Gordon Christensen, DDS, MSD,
PhD, he discusses many of the challenges that will shape dentistry in the future and the
critical issues that hamper dentists today. He has polled the profession to determine the main
challenges and reported 20 of them to the ADA Board of Trustees in August of 2011. Twenty
high concerns were identified and the top 9 that were reported as having the highest priority by
thousands of US dentists were:
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Third-party involvement in setting fees and dictating treatment
The increasing numbers of new dental schools starting all across the United States,
most not in conventional universities and without the usual presence of research and
public service.
High and increasing cost of dental school tuition
The obvious current overproduction of dental hygienists
The increasing proliferation of "corporate dentistry" across the country
The threat of midlevel practitioners
Increasing influence of off-shore dental laboratory products
Lack of ADA accredited dental laboratory technology schools
Need for more practice-related research versus the fringe subjects seen in many dental
journals currently.
The “threat” of midlevel practitioners, as one can read below is an increasing hot button issue
across the dental profession.
Christensen also notes that new graduates have far more to learn than previous generations of
dentists. As a result, they have more superficial knowledge and experience in the basics when
they graduate than previous generations. Many dentists selecting associates have voiced the
relative lack of clinical experience and knowledge in the new graduates they select as potential
practice partners. Likewise, many mature dentists have expressed concern that new graduates
as a whole are not as concerned with ethics as in the past. Government mandates that
advertising is acceptable, large student debts on graduation, and a general feeling of financial
entitlement, are among the reasons for the change in ethical concern and practice.
One dental specialty has also been garnering news lately, for the wrong reasons. Endodontists
report success in the high 95% level, while reports state only 80% success for the profession at
large. New, more effective methods for root canal debridement are needed immediately. Better
disinfection materials are needed. Endodontic cements that do not leak are needed
immediately. In other words, the endodontic therapy done by the profession in the United States
at large needs a major jump forward. Innovative, creative thinking and planning are needed to
overcome the obvious failure rate of current endodontic therapy as accomplished in typical
general practices. It appears that merely educating dentists to use the current available
techniques known well to endodontists is not enough.
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Source: “The Future: Materials, challenges in Dentistry, and Education.” Dentistrytoday.com. 13 February
2012. Gordon Christensen. 21 July 2013. <http://www.dentistrytoday.com/interview/6799-the-futurematerials-challenges-in-dentistry-and-education>
Dentist Shortage and Possible Solutions
Researchers from the Pew Charitable Trusts say there is a shortage of dentists in the US and
the nation's youngest patients are suffering because of it. The report, "In Search Of Dental
Care," also said too few dentists participate in Medicaid, which is contributing to the problem.
Researchers say more than 45 million Americans live in areas with a dentist shortage and more
than 14 million low-income children did not see a dentist 2011.
In Michigan, an astounding 61.5% of children enrolled in Medicaid were not able to see a dentist
in 2011, according to the report.
Researchers worry the shortage will get worse when millions of new children become eligible for
dental care under the new health care reform law. The Pew Charitable Trusts estimates that in
order to fix the shortage, the nation will need more than 6,000 new dentists by 2014.
Several other states that are among the top states facing a dental shortage, according to Pew,
are Idaho, Oregon, New Mexico, South Dakota, Kansas, and Mississippi.
The non-profit advocacy group Oral Health America says there should be one dentist for every
1,500 people. Right now, there is one dentist per 2,000 Americans. However, that stat is
misleading. The distribution is hugely uneven. In Washington, for example, there's one dentist
per 948 people in one urban county, but one dentist per 12,300 people in a rural one. The
dental shortage is part of a larger and growing health divide between rural and urban America,
as a result of income, insurance and access. In 1989, there were six more deaths per 100,000
people in rural areas than metro areas. In 2005, that ration grew dramatically; there were 82
more deaths.
To solve the problem, a handful of states are toying with a radical idea. If you can't get dentists
to move to these areas, the logic goes, get non-dentists to move there, and let them do the
dentists' work.
Lawmakers in Kansas, New Mexico, and Vermont are currently debating proposals to create an
entirely new kind of dental provider, a "dental therapist" or "registered dental practitioner," who
stands somewhere between dentist and dental hygienist. The RDPs will be dental hygienists
who obtain advanced education and training, pass a comprehensive clinical exam and work
under a supervising dentist. They will provide routine and preventive care – like cleanings,
fillings and some extractions, allowing dentists to focus on the more complicated procedures
they are trained to do. RDPs will work in dental offices, safety-net clinics and community
settings, such as nursing homes and schools. RDPs will always work under the direction of a
dentist, much like how physicians and physician assistants work together.
In 2009, Minnesota became the first state to pass such a law. And in 2010, the W.K. Kellogg
Foundation, created by the pioneer of morning sugar bombs, pledged to pour more than $16
million into its Dental Therapist Project, to encourage states to adopt the model.
Most public health workers are thrilled by these projects, which bring dental care to communities
in desperate need. There's just one problem: Dentists hate them. On the issue of "non-dentists
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performing dental surgery," the president of the American Dental Association said in a
statement, "we stand firmly against it."
Alaska invented the in-between dentist back in 2004. Hard-to-reach villages have long lacked
access to dental care. So the Alaska Native Tribal Health Consortium set up a program to send
"dental therapists" to the hinterlands. To qualify, therapists need to take a two-year course in
New Zealand and receive 400 hours of education in the U.S. It's significantly less training than
the four years of dental school that fully-fledged dentists have to go through, on top of a
bachelor's degree.
The American Dental Association and Alaska's state dental society filed a lawsuit to block the
program, but dropped it back in 2007. According to some experts, the scheme hasn't had proper
oversight, and there's been no assessment of whether it's working. Whether or not Registered
Dental Practitioners are the correct answer, one thing is certain: A dentist shortage exists and
will likely get worse if/when the ACA begins implementation.
Source: “Extreme dental shortage leads to dental therapists filling cavities.” Jobs.aol.com. 16 April 2012.
Claire Gordon. 20 July 2013. <http://jobs.aol.com/articles/2012/04/16/extreme-dentist-shortage-leads-todental-therapists-filling-ca/>
“Filling the gap in the dental workforce.” Kansasdental.com. 2013. 21 July 2013.
<http://www.kansasdental.com/>
“Study finds many kids lack dental care because of dentist shortage.” Wxyz.com. 25 June 2013. 21 July
2013. <http://www.wxyz.com/dpp/news/study-finds-many-kids-lack-dental-care-because-ofshortage#ixzz2Ziq3VrE0>
“Study: Miss has country’s worst dental shortage.” Mpbonline.org. 25 June 2013. Jeffrey Hess. 21 July
2013. <http://mpbonline.org/News/article/study_miss._has_countrys_worst_dentist_shortage>
“Report: New Mexico dentist shortage among worst in country.” Kob.com. 25 June 2013. Erica Zucco. 21
July 2013. <http://www.kob.com/article/stories/s3078824.shtml>
Dental Medicine and the ACA
Many know well how the Affordable Care Act will impact a person’s ability to receive medical
care, but not many are talking about how it affects the dental industry.
Long overlooked as a secondary aspect of health care, dental care is an important element
of overall health, experts say. Numerous recent scientific studies indicate associations
between oral health and a variety of general health conditions, including diabetes and heart
disease. In response, the World Health Organization has integrated oral health into its
chronic disease prevention efforts "as the risks to health are linked."
But the high cost of care keeps roughly more than 100 million Americans out of the dentist’s
chair and in danger of developing serious health problems as a result.
The Affordable Care Act (ACA) requires insurers to offer dental care for children, but not
adults, leaving ”improvement in access to oral health for adults a continuing challenge,” the
Kaiser Family Foundation’s Commission on Medicaid and the Uninsured wrote in a policy
brief in 2012. Further, the ACA will make pediatric dental care more accessible than ever
before, but many children’s advocates are concerned about the affordability of coverage and
the availability of providers.
The law provides additional funding to expand access for people who live in so-called dental
shortage areas or places where people don’t have access to dental care providers. A little
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more than 15% of the US population currently lives in an area with a shortage of dental care
providers, according to Kaiser.
The ACA also funds national public-education programs on preventing oral diseases, and a
program to better educate community-based providers of care, including the Indian Health
Service. And, the law set aside for multimillion-dollar grants to establish training programs for
alternative dental health care providers, such as dental hygienists, dental therapists, to boost
services in rural areas and other places where people lack access to care. It also allows for
grants and loan repayment programs for dental students and other health professionals.
The American Dental Association has been supportive of the expansion of dental care under
the law. But it strongly opposes dental therapists and has lobbied hard to defeat such
provisions in state law.
Source: “How the supreme court’s ruling affects dental care.” Pbs.org. 28 June 2012. Sarah Childress.
20 July 2013. <http://www.pbs.org/wgbh/pages/frontline/health-science-technology/dollars-anddentists/how-the-supreme-courts-ruling-affects-dental-care/>
“Drilling into the affordable care act – how will it change dental coverage for kids.” Newamericamedia.org.
2May 2013. 20 July 2013. <http://newamericamedia.org/2013/05/drilling-into-the-affordable-care-act--how-will-it-change-dental-coverage-for-kids.php>
ADA’s Take on the ACA
According to new analysis by the American Dental Association, the Affordable Care Act (ACA)
falls well short in its goals of lowering costs, increasing access, and improving health outcomes.
But in a series of three new research briefs, the association’s Health Policy Resources Center
(HPRC) also reports that state governments have the ability to pick up where the ACA left off,
by employing critical policy levers at their disposal.
The ACA is a missed opportunity, and it has a long way to go in ensuring access to oral health
for all Americans, according to the managing vice president of the HPRC and co-author of the
briefs. This fact is especially true for adults, who have experienced greater financial barriers to
dental care in recent years. Unfortunately, the ACA does very little to break down financial and
other critical barriers to dental care, and states will need to pick up the slack in order to address
the oral health challenges facing America.
According to the HPRC reports, under the ACA about 8.7 million children are expected to gain
some form of dental benefit from the program, which will reduce by approximately 55% the
number of children without dental benefits. However, only an estimated 5.3 million adults are
expected to gain extensive oral health coverage as a result of the ACA, almost all due to
Medicaid expansion in the few states that provide extensive dental benefits. This will reduce the
number of adults without dental benefits by about 5%, an almost negligible impact. Further,
Medicaid-eligible adults may see few improvements in their ability to receive dental care, the
HPRC analysis suggests.
The HPRC also warns there is likely to be significant pressure on Medicaid providers under the
ACA changes, because the law fails to address such critical factors as administrative
inefficiencies and low provider reimbursement rates. As a result, poor adults could increasingly
resort to other options, including visiting emergency rooms for dental care, according to experts.
Taken together, the briefs reinforce previous HPRC analyses that show barriers to dental care
for children have declined in the past 10 years, while barriers for adults have risen. The HPRC
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review shows more children had dental benefits in 2010 than in 2001, due primarily to Medicaid
and SCHIP which mandate dental benefits for children. By contrast, more adults went without
dental benefits in 2010 than they did in 2001. Although more adults had Medicaid over that
period, adult dental benefits within Medicaid programs eroded during the 2000s.
Despite the troubling outlook for adults, HPRC analysis does suggest opportunities to reverse
the recent trend. First, state governments have the chance to pick up where the ACA left off.
Most state Medicaid programs currently provide no or very limited dental benefits for adults,
giving states the ability to expand coverage in conjunction with reforms that would help shore up
their Medicaid systems.
Source: “ADA: Affordable Care act fails to address critical dental care issues.” American Dental
Association. 9 May 2013. 21 July 2013. <http://www.ada.org/8593.aspx>
Salaries for Dentists and Dental Specialists
Payscale reports the median annual salary for all Dentists is $126,000, but notes that the salary
can range from $80K on the low end to $241K on the high end. However, those specializing in
certain skills within the dental profession can significantly increase their annual income. Note
some of the following specialties and incomes:
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The median annual income for a periodontist is $149K and can range as high as $266K.
The median annual income for an orthodontist is $146K and can range as high as
$262K.
The median annual income for an oral surgeon is $245K and can range as high as
$538K.
The median annual income for an endodontist is $198K and can range as high as
$464K.
The median annual income for a prosthodontist is $143K and can range as high as
$205K.
The median annual income for Dental Specialists varies based on gender. The dental
profession overall is heavily male dominated and there is, as a result, a pay gap that favors
males. Males working as dentists make up 70% of the entire industry. When it comes to dental
specialties, they are even more dominant:
• Roughly 81% of all periodonists are male.
• Seventy-nine percent of all oral surgeons are male.
• Over 83% of all endodontists are male.
• Unbelievably, 86% of all prosthodontists are males.
• One of the only dental specialties that has a more even split is orthodontics. Only 63% of
the profession is male.
In general dentistry, males can expect an annual income to range from $102K on the low end to
$173K on the high end, depending on geographic location, workplace, and years of practice.
Based on those same variables, females, who comprise only 30% of the entire industry, can
expect an annual income range of $85K on the low end and $131K on the high end.
When dealing with dental specialties, the gap is more pronounced. For example, in
orthodontics, where the profession is more evenly split, males can expect an annual income to
range from $87K on the low end to $270K on the high end, depending on geographic location,
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workplace, and years of practice. Based on those same variables, females, who comprise 38%
of the entire industry, can expect an annual income range of $106K on the low end and $178K
on the high end.
Several cities that have the highest salaries for those working in the dental profession include:
• Dallas
• Houston
• St. Louis
• Los Angeles
• Chicago
• Philadelphia
• Portland, OR
• Atlanta
• Indianapolis
• Austin, TX
• Pittsburgh
Where Dental professionals work certainly makes a difference in their earning potential, as well.
For example, those oral surgeons working for themselves have the highest earning potentials;
they can earn a median annual salary up to $670K. That salary decreases slightly to $540K if
one works in a private practice. Those oral surgeons who work in hospital setting earn a median
income of $246K. Note well, this breakdown is similar across specialties, with those who are
self-employed have the highest income potential.
Sources:
Payscale. 2013. Payscale.com. 21 July 2013.
< http://www.payscale.com/research/US/Job=Dentist/Salary#by_Employer_Type>
<http://www.payscale.com/research/US/Job=Orthodontist/Salary>
<http://www.payscale.com/research/US/Job=Oral_Surgeon/Salary#by_Employer_Type>
<http://www.payscale.com/research/US/Job=Endodontist/Salary>
<http://www.payscale.com/research/US/Job=Prosthodontist/Salary>
Debt incurred by Dental Specialists and Loan Repayment
For the 2010-2011 academic year, dental school tuition in the US averaged between $31.4K $33.6K per year for resident students, while non-resident tuition averaged between $47.4 $49.5K per year. Total tuition costs for all four years averaged $129K, as opposed to $192K for
non-residents, a 48% increase.
In 2011, the average dental student graduates with about $180,500 in student debt (this number
includes accumulated debt for all schooling). If the student attended public schools, their
average indebtedness was roughly $158,000. That is considerably less than the $219,000 of
accrued debt in the dental student attended private or private state-related schools. Since dental
school is so demanding and time-intensive, it is rarely possible for dental students to work and
attend school full-time. Note well, more than 23% of 2011 Dental school graduates entered the
workforce with more than $250K of debt.
There are numerous ways Dentists can pay off their loan debt, including several national loan
repayment programs that pays some of the debt accrued during a dentist’s education in
exchange for certain practice or service agreements.
The most notable national repayment programs include:
• Army - Graduates can receive up to $120,000 to pay down dental school debt. The
Army provides $40,000 a year for up to three years. This program may be combined with
the Health Professions Bonus.
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•
Navy - Receive up to $120,000 to help repay dental school loans by applying to receive
$40,000 each year for up to three years. To be eligible, graduates must serve as an
Active Duty Dental Corps Officer for each year he or she receives the loan payment.
Sign-on bonuses are also available for practicing dentists from $75,000 to $300,000.
•
Air Force - Repayment may consist of loan amounts for principal, interest, and
reasonable educational and living expenses. The maximum repayment for 2009 was
$40,000.00, less tax liability. Payments are sent directly to the lending institution on
behalf of the Air Force participant. Participants incur an active duty obligation (ADO)
consisting of a minimum of two years, or one year of ADO for each annual repayment,
whichever is greater.
•
Veteran Affairs - Under the VA Student Loan Repayment Program, dentists may be
eligible to receive up to $10,000 per year, with a lifetime maximum of $60,000, to help
repay student loans.
•
US Public Health Service – USPHS works in coordination with certain Federal
agencies to help ease the financial burden of dental school. USPHS may offer loan
repayment and other educational and family support programs. These programs offer up
to $75,000 in signing bonuses for newly commissioned dentists that are called to active
duty (CAD).
•
National Health and Human Services - The program provides $50,000 (or the
outstanding balance of qualifying student loans if it is less than $50,000) tax free, to
primary care medical, dental and mental health clinicians in exchange for two years of
service at an approved site in a Health Professional Shortage Area. Upon completion of
the service commitment, clinicians may be eligible to apply for additional support for
extended service.
•
Indian Health Service - The IHS Division of Oral Health offers short and long-term
volunteering and career positions, along with loan repayment programs. The HIS will pay
participants up to $20,000 per year in exchange for signing a minimum two-year service
contract. The IHS will pay an additional 20% annually to the Internal Revenue Service
(IRS) to offset the increased tax liability incurred by the participant.
Source: “Dental Student loan repayment programs and resources.” American Dental Academy. August
2011. 20 July 2013.
<http://www.dentistry.umn.edu/prod/groups/sod/@pub/@sod/documents/content/sod_content_358865.pd
f>
“2010-2011 Survey of Dental Education.” American Dental Association. June 2012. 21 July 2013.
<http://www.ada.org/sections/professionalResources/pdfs/survey_ed_vol2.pdf>
“Adea survey of dental school seniors, 2011 graduating class.” American Dental Education Association.
2012. 20 July 2013.
<http://www.adea.org/publications/library/ADEAsurveysreports/Pages/ADEASurveyofDentalSchoolSenior
s2011GraduatingClass.aspx>
Networking with Dental Specialists
Networking with highly trained medical professionals like dental specialists can be a frustrating
proposition. On the whole, they are leery of financial professionals that have traditionally overtargeted them and they’re highly protective of their extremely limited free time and hard-fought
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earnings. That said, they have a need for the services of an experienced and trusted financial
professional as much, if not more, than any other professional.
Several suggestions for gaining access are below.
•
Introduce your services to as many up-and-coming dental specialists as you can.
Building credibility and trust with these professionals—while they are still in school or
before they have started their formal practice--will allow you to be of value to them from
the very onset of their career.
•
Pay close attention to the information in the website links in the section of this report
titled “National Associations.” Although you may not be able to gain even an affiliate
membership, it will be important for you to know what chiropractors are thinking and
reading about by keeping up with their posted online newsletters and seminar topics.
Note the meetings that are taking place in their Calendar of Events. For example, the
American Academy of Periodontology will hold their annual meeting in September in
Philadelphia; several smaller and more local meetings in various areas around the
country are also listed by the other professional networks listed below.
•
Enter “Orthodontist”, for example, into the search feature of your LinkedIn page and find
out whom in your network is connected to someone who has ties to this market. Follow
specialist groups on Linked In (The group titled “American Anesthesiology” has 230
followers.) Also, as allowable by per your corporate guidelines, follow the market on
reputable Facebook and Twitter sites.
•
Pay attention to the Corporate Sponsors that support this market, many of which are
pharmaceutical firms. Follow them just as you would someone directly in the denal
specialist market.
•
Identify centers of influence, such as CPAs and Property and Casualty professionals
who work with dental specialists.
•
Ask individuals in your own market including your personal physician or dentist about
their experiences with dental specialists and find out if there’s a way to gain a personal
introduction.
•
If there is an accredited dental specialty program near you, position yourself to get
introductions to some of the faculty and/or alumni.
•
One never wants to assume who is the financial decision maker in a couple or even with
a professional starting out (as it could be another family member such as a parent or a
trusted friend). However, it may be helpful to keep in mind that since these professionals
are so incredibly short of time, it is quite possible that someone else, close to the dental
specialist, is paying the most attention to financial decisions such as paying off school
debt or building a retirement nest egg. It would be important to know this up front and to
approach prospecting with the decision maker, as well as the targeted professional,
equally in mind.
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How Insurance Professionals Can Support the Market
•
As this market is not an easy one to access, it’s incredibly important that you take time to
follow the steps in the Marketing Checklist (see page 15) to target your approach
strategically. A good start is reading this report. Take it another step and really study the
information, including taking time to explore the links provided or check out the sources
information for more details.
•
Once you are clear on the needs of the market, you can begin to think about how you
will brand yourself so that you may uniquely stand out as an expert who is in a position
to solve or assist with solving the financial and insurance challenges that face these
professionals. (For example, if you can pull together a credible and realistic program or
presentation on “Reducing Dental School Debt” you will have a much easier chance of
getting in front of Dental specialists individually and in groups.) After you’ve created your
brand and received compliance approval, you will then put together your networking plan
and test out your unique brand among physicians and others associated with the market.
•
You may want to pull together a short questionnaire that is targeted specifically to dental
specialists based on some of the Market Challenges found in this report. This will come
in handy when you actually have appointments to sit down and chat with these
professionals.
•
Keep meetings as organized and brief as possible. Always have a written agenda and
start the meeting by asking what 3 items the prospect or client would like covered in the
meeting. Further, which communication channels the professional prefers and if there’s
anyone that s/he would like to be kept in the loop such as a spouse/partner or another
professional advisor.
•
Find out which charities or non-profits (such as a private school) the Dental Specialist
might be most fond of and consider making a donation, within appropriate guidelines,
that shows your interest in the group as well.
National Associations
American Dental Association
http://www.ada.org/index.aspx
Founded in 1859, the not-for-profit ADA is the nation's largest dental association, representing
157,000 dentist members. Since then, the ADA has grown to become the leading source of oral
health related information for dentists and their patients. ADA members hail from all 50 states,
the District of Columbia and Puerto Rico. The ADA is a member-run organization managed by
an elected Board of Trustees and a 473-member House of Delegates. The ADA works to
advance the dental profession on the national, state and local level. Please view the following
link to network with dental associations at the state level:
http://www.ada.org/stateorganizations.aspx. For a list of featured events hosted by the ADA,
please visit: http://www.ada.org/3512.aspx.
American Association of Orthodontists
http://www.mylifemysmile.org/
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Founded in 1900, the American Association of Orthodontists (AAO) is the world’s oldest and
largest dental specialty organization. It represents more than 17,000 orthodontist members
throughout the United States, Canada and abroad. The Association encourages and sponsors
key research to enable its members to provide the highest quality of care to patients, and is
committed to educating the public about the need for, and benefits of, orthodontic treatment.
About 95% of educationally-eligible orthodontists in the US are members of the AAO. The site
contains a search feature to locate nearby orthodontists. For more information on how best to
partner with them, please contact the AAO: 314.993.1700.
American Academy of Periodontology
http://www.perio.org/
The American Academy of Periodontology (AAP) is an 8,400-member professional organization
for periodontists - specialists in the prevention, diagnosis, and treatment of diseases affecting
the gums and supporting structures of the teeth, and in the placement of dental implants. The
Academy's purpose is to advance the periodontal and general health of the public and promote
excellence in the practice of periodontics. For state chapter contact information, please view:
http://www.perio.org/resources-products/ps_state.html. Information is available for the upcoming
annual meeting in Philadelphia at the end of September by accessing the following link:
http://www.perio.org/meetings/am/index.html.
The American Association of Oral and Maxillofacial Surgeons
http://www.aaoms.org/
The AAOMS is the professional organization representing more than 9,000 oral and
maxillofacial surgeons in the United States, supports its members' ability to practice their
specialty through education, research, and advocacy. AAOMS members comply with rigorous
continuing education requirements and submit to periodic office examinations, ensuring the
public that all office procedures and personnel meet stringent national standards. The mission of
the American Association of Oral and Maxillofacial Surgeons is to promote, protect and advance
oral and maxillofacial surgery to assure excellence for surgeons and their patients. To location
member surgeons, please use the following link: http://www.aaoms.org/find-a-surgeon.
American Association of Endodontists
http://www.aae.org/
The American Association of Endodontists, founded in 1943, is a not-for-profit organization of
endodontists and other professionals worldwide with an interest in endodontics. Endodontics
was recognized by the American Dental Association as a specialty of dentistry in 1963. The
AAE currently has more than 7,500 members worldwide. The AAE serves as the primary source
of continuing education in endodontics for its members, the dental profession, the public and
others. As an educational and social medium, the AAE Annual Session attracts endodontists
and other dental professionals from around the world to exchange ideas and learn the latest
endodontic techniques and research. This avenue keeps endodontists up-to-date on the art and
science of endodontics so they can provide the highest standard of patient care. The site
contains a search function enabling a user to find endodontists by locale. Further, for
information on upcoming events, please view: http://www.aae.org/Events/.
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Marketing Checklist
•
Narrow niches within the market to a reasonable size and scope.
•
Visit websites and flag the best ones for ongoing reference.
•
“Follow” companies and associations of interest on LinkedIn and join market-related groups.
•
Identify at least 15 individuals that would be good Centers of Influence in the market.

Conduct informational interviews and/or networking appointments with potential strategic
alliances also active in the market. Ask for “personal introductions” to others in the
market.
•
Subscribe to market-related blogs and magazines, note calendar dates, editors names and
sponsorship or advertising opportunities.
•
Determine which association(s) is most worthwhile and attend networking events; obtain
meeting with Association Director and be sure to “ask” more rather than “tell.”
•
Determine a Unique Value Statement that appeals to the market and sets you apart from the
competition.
•
Announce your presence in the market through social media, letters, ads, and press releases.
•
Obtain membership lists for cultivation and look into targeted list buying if needed.
•
Organize a mix of cultivation pieces. For ex., avoid sending all email or all snail mail. Aim for a
minimum of six to twelve touch-points per year.
•
Explore what types of seminar topics and/or guest speakers are of interest to this market.
•
Contact local business journals and find out if they plan on dedicating a special issue to the
market where you can advertise and/or get an article published.
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SAMPLE One Page 90-Day Strategic Planning Template
Target Market Focus: Obstetricians in (Region)
Three Year Vision: 20 anesthesiology clients; Receive X number of leads per mo.; Conduct min. of 2
Workshops per year; host 2 client appreciation events.
One Year Vision: 6 new anesthesiology-based clients in database with a min. of 3 who will provide
ongoing introductions.
90 Day Objectives/Tactics
Challenges
Action Items
Person
Date
-Obtain local research & dig
1. Continue Research &
deep into links in report;
Build Top 15 List
-Define profile of best client.
-Identify 5 C of I’s
-Drill down to find out more
about individuals and create a
file.
-Determine which associations
to join or volunteer
-Follow market on
LinkedIn.com.
-Ask for introductions
2. Create Unique Value
Proposition and Brand
Statement
3. Build Cultivation Program
4. Conduct 5 Center of
Influence Surveys; goal is
min. of 5 per month.
5. Set up database/admin.
needs
-Find out needs/wants
-Come up with unique
characteristics of product line
and hone approach
-Create brand statement; get
approved by Compliance
-Test out w/ Advisors/C of Is
- “Vet” communication
materials
- Review Company’s approved
Guide
- Select best approved pieces
(2 or 3)
- Create Approach letter
- Get approved
- Set up first mailing program
-Modify interview as appropriate
-Send hand written thank you’s
& follow up on any
tasks/requests
-Get responses from surveys
into database
-Schedule more appts.
-Make sure database can
manage cultivation process for
follow up, etc.
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